SalaryNegotiation

Some job seekers feel anxious, embarrassed and uncomfortable when it comes to discussing salaries. Advice such as "never bring it up, let the interviewer say it first," is rarely helpful if you have no idea of how to respond when the topic arises. Bob Grover is managing consultant for a large London recruitment practice and so works with both employer and candidate to secure a successful outcome to job offer negotiations.

• Be prepared. Before going to the interview, it's crucial to research the market and salary range for the position you are applying for persons with your background and experience. Have a salary range in mind and be prepared to discuss these figures once salary negotiation has come up.
• Know your bottom line. What salary range do you need to support the life you want to live. Decide, before you go into an interview, what salary you want to earn, what you need to live on, and what you will be willing to settle for.
• Market yourself. During the interview, emphasise the reasons why you are the right person for the job. Document your skills and accomplishments that are relevant to the position, and be prepared to talk about them.
• Never discuss salary to early in the interview. If you do, you could price yourself out of a job before the employer is convinced they need you. If pressed by the interviewers, tell them you're flexible and would be happy to discuss salary when you learn more about the job.
• Get the employer to disclose salary before you do. Don't be the first to mention salary during the interview. Let the employer bring it up as many times as necessary until you feel ready.
• When questioned about desired salary, the best response is one that returns the employer's ball back into their court: You can say, “what kind of salary range are you working with?” or “Well, I’d like to make as much as other employees with my qualifications.” or “What is a typical salary for this position?” Another strategy is to avoid a specific salary and name a pay range instead. Say: “I was thinking of a salary in the £25,000 to £35,000 range.”
• Don't forget the value of benefits and perks when negotiating a salary. Sometimes the salary offered may seem low, low enough for you to turn down the job. Benefits and perks can add a lot to your basic salary such as stock options, bonuses, employee discounts, training, holiday time and sick leave.
• Make your salary discussion a friendly experience. Be amicable when discussing salary. You should make the employer feel that you are on the same side and working together to find a package that would satisfy everyone's needs.
• Don't say yes to an offer right away - unless of course you are completely happy with the offer because it exceeds all of your expectations. Be enthusiastic and appreciative when you get the job offer, but ask for 24 hours to respond. This gives you time to get over your initial joy at being selected. If you feel the salary is insufficient, express your concern to the employer there and then when asking for time to consider the offer. You'll find out right away whether the salary quoted is set in stone or is flexible.
• Get it in writing. Once you have accepted a job offer and salary level, be sure to get it in writing.
• Declining an offer. If you decide not to accept the offer, make sure you leave on the best of terms. Treat every offer seriously and graciously. You can never tell who you may be doing business with in the future so don't burn any bridges